books about: salespeople
New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. "New Sales. Simplified." is the answer. You'll learn how to: identify a strategic, finite, workable list of genuine ...
Hire Right, Higher Profits: The Executive's Guide to Building a World-Class Sales Force
Hired and fired... It’s the revolving door on sales teams. Executives hire what they believe to be great salespeople, but the results never come – and the salespeople are let go. This perpetual cycle eradicates profits, makes revenue targets pipe dreams, and has sales leaders pulling out their hair in frustration. Despite these issues, executives continue to try to "hire great salespeople." That three-word expression is exactly what Hire ...
Selling Fearlessly: A Master Salesman's Secrets For the One-Call-Close Salesperson
Winthrop & Foster Publishing
Sales books are ubiquitous, but Selling Fearlessly: A Master Salesman's Secrets for the One-Call-Close Salesperson , although beneficial to all salespeople, specifically targets the one-call-close simple-sale salesperson; addresses all the elements of selling; and spotlights the paralyzing fear factor that 80% of the 16,000,000 salespeople in the United States, who only do 20% of the business, must face every time they make a call or give a ...
Built to Sell: Creating a Business That Can Thrive Without You
A business parable about how to create a start-up that won't trap you when you want to sell it. According to John Warrillow, the number one mistake entrepreneurs make is to build a business that relies too heavily on them. Thus, when the time comes to sell, buyers aren't confident that the company-even if it's profitable-can stand on its own. To illustrate this, Warrillow introduces us to a fictional small business owner named Alex who is ...
SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers
Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally ...
The Accidental Salesperson: How to Take Control of Your Sales Career and Earn the Respect and Income You ...
"Author Chris Lytle had modest career aspirations. He merely wanted to be the next Walter Cronkite. But instead of being offered a job in the newsroom, he was offered a job in the sales department. He took the sales job and became an "accidental salesperson." Most people don't choose sales as a career. Sales chooses them - and they end up wondering how to make the most of a profession they were never prepared for. They don't have to wonder ...
How Cohesive is your Company?: A Leadership Parable - Top-notch business performance is impossible until you ...
Ravi Gopaldas Kathuria
How Cohesive is your Company? Do your company's executives and employees truly appreciate the passion and purpose behind the company? Do your company's management philosophies and strategies leave room for ambiguity? Are employees oblivious of the strategy? Do the teams clearly define the work processes to ensure flawless coordination? Do they update the work processes to reflect the ever-changing strategies? Are internal politics ...
Take the Cold Out of Cold Calling
Beaver's Pond Press
IMPORTANT NOTE: This book is now in its 11th Edition, published February, 2014 , and the content has been updated to accurately reflect current search techniques and websites. SALES BOOK OF THE YEAR AWARD WINNER as selected by the 1,500 Member Companies of AA-ISP If information is power, Take the Cold Out of Cold Calling is ''power on steroids!'' Know more than you ever thought you could (or should) about your clients, prospects, and ...
Telesales Tips From The Trenches: Secrets of a Street-Smart Salesman
Business By Phone
This 217-page book is for anyone who ever has to call a total stranger who has never heard of you or your company, and you're trying to ask him for money, an appointment, or get an information package in his hands on the initial call. It's for the person whose paycheck is dependent upon producing sales. It gives hundreds of ideas and concepts showing you how to sell in a systematic and intelligent manner, learned from years of selling in the ...
Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball
Baseline Selling - How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today's sales "experts" with an elegant and very effective simplicity. Studies have shown that the selling techniques of the last two decades have had very little impact on most of the sales population-less than 75 percent ...
The Mary Kay Way: Timeless Principles from America's Greatest Woman Entrepreneur
Mary Kay Ash
The Mary Kay Way: Timeless Principles from America's Greatest Woman Entrepreneur is back in print and updated to reflect developments in today’s business environment for the modern entrepreneur. You will find inspiration and real, proven success principles that represents the forty-five year old success story of Mary Kay Ash, founder Mary Kay, Inc., the cosmetics company that provides women with unlimited opportunities for success. A foreword ...
Sales-Side Negotiation: Negotiation Strategies for Modern-day Sales People (From Great Moments in History)
Patrick Henry Hansen
Brave Publishing Inc
Sales-Side Negotiation - What does it take to be a successful negotiator? What can we learn from history's most powerful negotiators? Patrick Henry Hansen's Sales-Side Negotiation draws on history's most compelling moments to teach modern negotiation principles--Ho Chi Min's tactics at the Paris Peace Talks, Sir Francis Drake's counter tactics against the Spanish Armada, Michelangelo's defiance of Pope Julius I, and more. Beginning each chapter ...
No B.S. Ruthless Management of People and Profits
Dan S. Kennedy
Here it is: no warm n fuzzies, no academic theoriesjust hard-core strategies from real world trenches the long-overdue management book no one but Dan Kennedy would dare to write. This is your permission slip to take back control of your business, enforce standards, manage for maximum profit and actually get performance from your people! Kennedy covers: The true nature of employer-employee relationships: friendly while you feed them ...
Power Prospecting: Cold Calling Strategies For Modern Day Sales People - Build a B2B Pipeline. ...
Patrick Henry Hansen
Brave Publishing Inc
Patrick Henry Hansen's Power Prospecting draws on some of history's most compelling moments to teach modern prospecting principles--Aristotle's banishment from Plato's Academy, Robert Bruce's victory at the battle of Bannockburn, mountain man John Colter's miraculous escape from Blackfeet Indians, and more. Beginning each chapter with a captivating historical event, Power Prospecting both informs and entertains. Build a B2B pipeline, improve ...
Kiss Theory Good Bye: Five Proven Ways to Get Extraordinary Results in Any Company
Gold Pen Publishing
KISS THEORY GOOD BYE NEW BUSINESS BOOK GIVES TEXTBOOK THEORY THE BIG KISS OFF! Business Expert Writes the Playbook on 'How To' Rapidly Increase Performance and Profit in Any Company. Bob Prosen cuts like a laser through the fog of political correctness and business-as-usual in his new book, Kiss Theory Good Bye: Five Proven Ways to Get Extraordinary Results in Any Company . Prosen says he's had enough of the business books that tell ...
The System: The Proven 3-Step Formula Anyone Can Learn to Get More Leads, Book More Appointments, and Make ...
Eric Lofholm International, Inc.
Contrary to the myth that you have to be a born salesman, selling is a step-by-step system that anyone can learn. In this book renowned sales trainer Eric Lofholm distills the secrets of sales success into a simple three-step formula that has been used by more than 10,000 students over the past fourteen years to get more leads, book more appointments, and make more sales. Eric shows you everything you need to go from a sales novice to a selling ...
Get More Referrals Now!
Sales legend Bill Cates uses his experience and expert knowledge to show sales professionals how to work smarter (not harder) by employing "The Four Cornerstones of Referrals" --relationship building and customer service, creating referral alliances and networks, prospecting, and targeting niche markets. Using Cates's easy-to-master referral-based selling techniques, readers: Work less and earn more by getting existing customers to work for ...
The DNA Selling Method: Strategies For Modern-Day Sales People in the
From Great Moments in History
Patrick Henry Hansen
Patrick Henry Hansen's The DNASelling Method draws on some of history's most compelling moments to teach modern selling principles--Julius Caesar's conquest of Gaul, Watson and Crick's discovery of the DNA double helix, Joshua Chamberlain's call for bayonets at the battle of Gettysburg, and more. Beginning each chapter with a captivating historical event, The DNASelling Method both informs and entertains. Systematic Approach to Prevent ...
Sales-Free Selling: The Death of Sales and the Rise of a New Methodology
CreateSpace Independent Publishing Platform
If you sell products or services, you probably despise the negative perception that is oftentimes associated with the word “sales.” Coincidentally, the aggressive or salesy approaches that created this perception are now completely obsolete. The truth? No one likes to be sold. Sales-Free Selling explores the lives of three business professionals who are struggling to make it in a competitive and negatively charged environment where ...
Unlimited Selling Power: How to Master Hypnotic Selling Skills
Prentice Hall Press
Provides salespeople with information on hypnotic techniques and how to use them in sales presentations and script books to win the customer's trust and make sales.
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